In sales, staying positive in the face of disappointment, indifference, and rejection is critical to success. High performers quickly learn to develop ways to keep negativity at bay and prevent daily frustrations from piling up. Here are some best practices in positivity from four Selling Power magazine readers, plus one tip from classic motivator Dr. Norman Vincent Peale.

“Every morning when I get up, between 5:00 a.m. and 5:30 a.m., I read something that will help me stay positive throughout the day — books on self-improvement, motivation, et cetera. After fifty years in the beauty business working every day with salon owners who face all kinds of problems and struggles trying to build their businesses, I’ve found that starting my day with that half hour of reading helps to keep me focused on what I need to do to stay positive.” Chuck Hastings, Sales Executive, Beauty Alliance, Largo, FL

“I limit input by not associating with negative people and not watching much TV or listening to talk radio. Plus I keep a stack of three-by-five cards handy with positive Bible verses; encouraging quotes from people like Zig Ziglar, Joel Osteen, and Earl Nightingale; personal goals; and personal affirmations on them. Plus I do an exercise with my kids each day where we review the things we’re grateful for.” John Warren, Sales Manager, Infineon Technologies, Raleigh, NC

“Here’s something that keeps me positive: ‘One researcher asked a set of twins, one a successful physician and the other a derelict, the same question: What contributed most to where you are in life? Both answered, ‘Well, what would you expect from the son of an alcoholic?'” Korey Wright, Partner, Infusive Solutions, New York, NY

“On a daily basis, I coach myself and my reps that staying focused on finding two new prospects each day will balance out the good and bad news we get. And in order to achieve this goal, before the actual sales process starts, your prospects have to like you first. It starts with the initial phone conversation. Jeffrey Gitomer has it 100 percent correct: All gimmicks aside, your prospects need to like you before they’ll become customers.” Richard Ayares, Sales Manager, Imagetec, Chicago, IL

EXPERT TIP
“There is a deep tendency in our human nature to become ultimately almost precisely what we imagine or image ourselves as being. A customer may say, ‘That is very interesting, but I don’t need your merchandise right now; however, I will keep this in mind.’ Keeping it in mind means that the customer will hold the image of a later purchase. Cultivation of an image is very important in selling.” Dr. Norman Vincent Peale, Author of The Power of Positive Thinking (originally published in 1952)

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